JASIPA理事会、ミニ交流会、SIビジネス委員会

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SIビジネス委員会

昨日、SIビジネス委員会があった。私は参加した訳でなく、その近くで別の会合があったので、そちらに参加していた。

その別の会合が終わった後、何気にSIビジネス委員会のことが気になり、ついSIビジネス委員会の懇親会の会場に伺ってしまった。

非常に、盛り上がった様子であった。JASIPAの中で一番にぎやかな委員会な気がした。

私は、SIビジネス委員会の目的を明確に理解している訳でないので多くを語れない。各社の製品の発表会、すごくいいなぁと思う。

プレゼンをする側、と聞く側いろいろな目的があると思う。する側にしては、その製品を売ってくれる企業をさがしているのか？、アライアンスを組む企業を探しているのか？、また、製品について評価してもらいたいのか？価格を評価してもらいたいのか？　売り方、サポート体制を評価してもらいたいのか？いろいろな目的があるはずだ。決して、そこでプレゼンをすれば、誰かが売ってくれるというものではない。

聞く側にしても、販売会社なら売れる製品を探しているかもしれない。しかし、JASIPAの会員企業は、SI屋さんが中心でそれもなさそうだ。　アライアンスを組み実績を積むのもなかなか難しいと思う。

聞く側は、製品作りの勉強をするのか？　販売の仕方を勉強するのか？　売り方やサポート体制などを勉強するのか？　やはり目的はいろいろだ。

私が必要だと思う情報は、販売実績が多い製品の情報、沢山売れることを目的とした機能や販売方法、保守方法など。いろいろパッケージソフトについて勉強したい。

JASIPA理事会＆ミニ交流会

先々週は、火曜日に東京でJASIPA理事会＆ミニ交流会、そして、水曜日には、沖縄でＫＧＰ（LLP法人組込技術推進プロジェクト）の理事会に参加した。

いろいろとためになる会話があった。この不況の中、皆さん経営面でどのような対策をしているのか？非常に興味があった。

JASIPA理事会の後のミニ交流会で、私の悩みをその場で投げかけた。悩みとは、「忙しいのに売上が今一である。」「忙しいのに利益が思うようにでない。」

ある経営者から「それはビジネスモデルが悪い・・・」とあっさりと言われた。有難い言葉だった。なかなかJASIPAでは、このような言葉がでず、つい相手に気を使ってお世辞を言うケースが多い。

最もな意見だ。いろいろと試行錯誤しながら、新規のビジネスで売上を上げ、順調そうな部分もあるが、実は利益がでない。これは明らかにビジネスモデルが悪い。

この言葉を聞いて早速改善できる。やはり、本音がいい。

もうひとつの私の悩み、それは営業の考え方、営業には、毎月の売上ノルマがある。私的には、技術出身の経営者のためか、毎月ゼロから売上を目標まで上げるのは大変だと思う。コンスタントに売上が確保できるしくみを考えてしまう。SaaS型や保守などのサービスなどの売上が重要だと考えたりしていた。

これもある方から「営業は、月が変わると売上がゼロリセットされる。そこからのノルマ以上の売上を目指す。それが、『おっし、やってやろう！』という気持ちになる・・・」と言われた。

この言葉にも私は感動した。月初めのゼロリセットは苦痛ではなく、生き甲斐なんだということだ。素晴らしい意見だ。

この２つの話が、私の悩み解決の糸口になった。

交流会って非常にいいものだと思う。お世辞より、ズバリ言い合える場って本当にいい。

それが、私なりのJASIPAの存在価値である。

ミニ交流会や各委員会後の懇親会は、価値ある場だと思う。だから皆に参加してもらいたいと思う。

104件のコメント

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    河村さん　アツいコメント･･･大好きです（菅野美穂風で！）でも ホント SIビジネス委員会はアツいメンバーのアツいトークがウリなのです。この きんにくオヤヂさえ シモネタ忘れてビジネストークに夢中になっちまう

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